Working with searchers in the US, we put a lot of thought into how we present their background to business owners. One of our clients has a Stanford MBA, White House economic policy experience and a decade in enterprise tech, followed by a CRO role. Another has a Rice MBA and 15 years in strategy and operations across healthcare and telecom, with work contributing to over $250 million in profit. There’s strong experience to draw on. What we’re trying to figure out is where and how much to emphasise it throughout the conversation. In the first outreach, it helps explain who the buyer is and why an owner should speak with them. As we learn more about the business, there’s an opportunity to connect that experience to what the owner needs from a successor. But when discussions move to valuation, how should that background be brought into the picture? Is that the time to explain more clearly what the buyer would bring, or should that confidence already have been built through earlier conversations? We wouldn’t expect a seller to accept less simply because someone has an impressive resume. But we do want to make sure relevant operating experience carries weight when they compare buyers. How have you approached this in your search? Where did you place the most emphasis on your background, and what helped it matter beyond the initial introduction?